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The Sales Presentation

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The Sales Presentation. What information needs or should be presented to the prospect? ... Why may it not be possible to give a presentation on the first visit? ... – PowerPoint PPT presentation

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Title: The Sales Presentation


1
The Sales Presentation
  • Agricultural Service and Development
  • Agricultural Sales and Service
  • Unit VIII

2
The Sales Presentation
  • What information needs or should be presented to
    the prospect?
  • The solution
  • The merits
  • The value

3
The Sales Presentation
  • The presentation is the main component of the
    _______ process.
  • The goal of the presentation is to
  • Show how the product works
  • Illustrate the benefits of the product

4
The Sales Presentation
  • Most agri-selling is considered _______________.
  • The presentation should lay out your solution or
    plan step-by-step.

5
The Sales Presentation
  • A sales presentation is a series of ________ that
    must be executed in a logical fashion.
  • Each step must be designed, prepared, and
    __________ to fit into the presentation process.

6
The Sales Presentation
  • Organization
  • Be careful not to
  • Overkill
  • Be too technical
  • Talk too fast
  • Listen to the client

7
The Sales Presentation
  • Organization
  • Why may it not be possible to give a presentation
    on the first visit?
  • Remember not to flood the prospect with too much
    information
  • Work at personalization of solution

8
The Sales Presentation
  • Use a Logical Communication Process
  • Tell em what your going to tell em.
  • Tell em
  • Tell em what you told em.

9
The Sales Presentation
  • Summarize the problem
  • Outline your solution
  • Present selling points

10
The Sales Presentation
  • Units of Conviction
  • Treat each major selling point as a unit of
    conviction
  • We could call this a mini-close
  • Highlight
  • Explain
  • Support with evidence
  • Secure the agreement

11
The Sales Presentation
  • Features and Benefits A Comparison
  • Customers dont buy __________ they by benefits.
  • Translate ________ into benefits.
  • Have a sample (Seeing is believing).

12
The Sales Presentation
  • Proving Benefits
  • Have evidence to back up claims
  • If you say it may not be true, however if the
    client says it, it must be true.

13
The Sales Presentation
  • Supporting Benefits
  • Demonstration
  • Testimonials
  • Pictures or Charts
  • Product comparisons
  • Results from tests or surveys
  • Company literature

14
The Sales Presentation
  • Ways of Obtaining Tangible Agreement
  • Watch for buying signs
  • Body language
  • Verbal clues
  • Use a test close

15
The Sales Presentation
  • Factors and Procedures Related to Handling
    Objections
  • Expect objections
  • Objections are no more than unanswered questions
  • Objections may be signals of interest

16
The Sales Presentation
  • Factors and Procedures Related to Handling
    Objections
  • Have a response to each objection
  • Objections highlight the prospects concern

17
The Sales Presentation
  • Excuses or Valid Objections
  • How do we address the issue to decide if it is a
    factor of the sale or not?
  • Excuses hide the real reason
  • (Read these, p. 58-59)

18
The Sales Presentation
  • Genuine Objections
  • The prospect truly need your product.
  • The time may not be right.
  • May not want the product.
  • No money.

19
The Sales Presentation
  • Benefits Outweigh Objections
  • (Dos and Donts)
  • Never argue
  • Opportunity to save face
  • Wording, wording, wording
  • Take the blame on misunderstandings

20
The Sales Presentation
  • Time Frames for Answering an Objection
  • Immediate
  • Before it is raised
  • Later
  • Never
  • (Look at these p. 60)

21
The Sales Presentation
  • Steps for Handling Objections
  • Listen
  • Restate
  • Respond

22
The Sales Presentation
  • Methods of Dealing with Objections
  • The turn around
  • The explanation
  • The agreement
  • The negation
  • The interrogation
  • The counter question
  • (Study these, p.60)
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